Sales Operations Best Practices, Research Reports, Training Courses and Webinars

SellingBrew

Subscriber-Only Research

Already a subscriber? Login

Subscribe and get immediate access to this research, full access to our research library, and much more...

How Many B2B Sales Teams Lack Negotiation Skills?

Exploring the Results of a MindBrew PulsePoll on Negotiation Training for Sales Teams

Recently, we conducted a PulsePoll on the topic of negotiation training. Through this research, we wanted to understand the extent to which B2B sales teams were taking steps to develop and maintain these critical skills. As you review the results and read our observations, please keep in mind that our audience is skewed toward the leading edge of the best-practices spectrum. (In other words, these findings may paint a more optimistic picture of what's happening, relative to the general B2B environment.) Here's what you'll learn in this Research Brief:

  • What proportion of B2B sales teams are receiving formal training in negotiation?
  • What are the reported differences in negotiation skills and levels of competency?
  • Why might some companies be blind to deficiencies in the area of negotiation?
  • Is there an opportunity for significant improvement lurking behind the findings?

This research is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • 17 Insights That Improve Close-Rates & Margins

    The more your team knows about how your prospects perceive the marketplace, the better the chances are for success. This guide provides the key prospect insights that can improve close-rates, margins, and long-term customer values.

    View This Guide

  • Getting Sales to Sell on Value

    Most B2B sales organizations are talking a good game about value selling. But beyond the talk, are they taking the right steps to make value selling a reality? In this expert interview, Julie Thomas discusses what it really takes to sell on value and generate significant results.

    View This Interview

  • How to Optimize Your Sales Funnel

    With so many different variables involved, improving sales performance across the board and at-scale can seem like a daunting task. But with a different perspective on your sales funnel, you can generate huge improvements much more easily and with far less risk.

    View This Webinar

  • Developing Effective Sales Dashboards

    How do you develop performance-enhancing dashboards that salespeople will actually want to use long after the novelty has worn off? In this on-demand webinar, learn 15 strategies, tactics, and tips others have found effective.

    View This Webinar